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Distribution Account Manager
About the position
This role suits a highly ambitious, self-starting professional who sees distribution as a strategic lever rather than a back-office function. You’ll build joint business plans with assigned distributor partners, drive enablement at scale, and take ownership of distributor relationships and performance. As a 100% channel-focused organization, Mimecast relies on this role to help recruit, train, and grow partners at scale. This is an opportunity to do something genuinely different in an award-winning cybersecurity company with ambitious growth plans.
Responsibilities
- Partner with Mimecast Account Executives and the Partner Team to set and execute the go-to-market strategy for assigned distributor partners.
- Build and own joint business plans that support, train, recruit, and grow Mimecast partners across distributor networks.
- Align the sales organization through targeted demand-generation and partner-alignment activities.
- Drive sales and technical enablement through distributor partners, ensuring the right resources are in place to support partner growth and contribution.
- Build trusted relationships with distributor stakeholders, from the C-suite and commercial leaders to marketing and technical teams.
- Generate demand and accurately forecast partner-sourced, targeted-technology, and retention-based opportunities in partnership with channel and sales teams.
- Build and manage distributor marketing plans and budgets, including co-marketing, MDF, and demand-generation investments that deliver a clear return.
- Collaborate across Sales, Sales Engineering, Product Marketing, Marketing, Operations, and Legal to deliver a world-class experience for distributors and their partners.
- Monitor and report weekly on distribution-channel performance, translating POS, pipeline, renewal, and consumption data into insights and recommended actions.
- Navigate ambiguity and resolve challenges with practical solutions that protect distributor relationships and move the business forward.
Requirements
- Deep technology sales and channel-management expertise, with substantial experience owning distribution accounts and supporting major IT distributors with annual revenues exceeding \$2B.
- Experience across partner distribution and Public Sector markets, with a demonstrated history of exceeding annual revenue and partner-growth objectives.
- Experience in cybersecurity, SaaS, cloud infrastructure, or enterprise software, plus working knowledge of the cybersecurity and email-security competitive landscape.
- Strong understanding of the partner ecosystem and how distributors recruit, support, train, enable, and grow a channel partner base.
- Strong command of sell-in, sell-through, and sell-out motions; distribution financing; vendor rebate programs; MDF; business planning; partner recruitment; enablement; and distribution-led demand generation.
- Sound knowledge of opportunity qualification, deal-cycle management, pipeline development, and disciplined forecasting.
- The business acumen to understand distribution economics and structure programs that create value for Mimecast, distributors, and partners.
- Analytical capability to turn POS, pipeline, renewal, and consumption data into actionable business plans, supported by advanced Excel and AI skills and CRM proficiency; Tableau experience is desirable.
- Understanding of traditional resale businesses as well as Managed Service Provider and marketplace models.
- Executive-level communication and influencing skills, with the ability to build alignment across highly matrixed organizations without direct authority.
- The ability to operate effectively in a fast-paced, ambiguous environment while remaining composed, accountable, practical, and attentive to detail.
- A collaborative, energetic approach and the ability to build strong working relationships across commercial, marketing, technical, and cross-functional teams.
Nice-to-haves
- Tableau experience is desirable.
Benefits
- The US OTE range for this position is \$152,000-\$228,000 + benefits.
- This position may also be eligible for other related benefits.
